Howard Newton Email & Phone Number

Hartford, Ct, Us

East Region, Usa

Managed 10 Sales Specialists through industry focused reorganization. Restructured territories for optimal performance to grow Enterprise White Space Market and expand clients’ growth accounts.• Identified new opportunity for driving sales by creating a new hybrid inside / field sales role to provide better service to established enterprise accounts and maximized up-selling prospects, providing coverage to previously neglected accounts, capturing untapped sales and growing YTY revenue by 36%.• Transitioned existing sales representatives to improved industry focused selling model which produced 22% increase in territory revenue.• Enabled, instructed and encouraged the team to focus on building industry, product capability and competitive skills, allowing representatives to provide provocative point-of-view to their clients. • Implemented weekly prospecting and pipeline development workshops, growing pipeline from 0 to 8 times in 1Q17.

New York Metro

Managed 11 Sales Specialists with hands-on approach to grow solution selling skills, improve morale and expand business. • Formalized strategy, identified loyalty and growth accounts, based on sales volumes and install base, and how to aggressively attack white space. Established daily sales call rigor and quantitative dashboards to create accountability to accelerated Collaboration & Social software sales, all resulting in: o Growing YTY New York Metro Collaborations & Social Transactional revenue sales by 55% o Growing YTY New York Metro Collaborations & Social SaaS revenue sales by 37% • Re-energized and overhauled underperforming business unit through training, coaching and motivating team in all aspects of selling cycle, resulting in 8 of 11 representatives exceeding plan and 3 representatives receiving promotion to next level in their career. • Developed Routes to Market Plan, including industry sales, business partners, client teams, services, inside sales and provocative prospecting, driving awareness and demand for Collaboration and Social software in NY and NJ along with maintaining strong 5 times pipeline growth throughout 2 years. • Modified team focus to consultative selling approach, enabling representatives to more rigorously qualifying opportunities.• Created Win Plans with the sales team used to develop value based solutions which accelerated sales cycle.

East Region

Led East Region’s Social Business team in sales strategy, software sales and customer satisfaction. • Grew East Region Social transactional revenue sales by 62% compounded growth rate from 2011 to 2014, consistently exceeding personal sales objectives. Efforts included:o Defining new market for Social Business which initiated value based selling model.o Identifying and pursuing Social Business opportunities which led to use of Deal Clinics, Win Plans, Executive call strategies and Evaluation Plans in region.o Creating Social Business enablement plan which adjust Social Sales Team focus to building role based selling, product value propositions and competitive skills. o Leading sales strategy and tactics for various Social opportunities.

North America

Led North America’s Social Business Sales team in sales strategy, software sales and customer satisfaction to launch IBM’s new Social Business and aligned the teams to transform business.• Led NA ICS Sales Team on Value Based Selling, Competitive selling strategy against MS Sharepoint, with focus on Routes-to-Market with business partners, developing enablement plans and detailed prospecting plays to grow NA Social transactional revenue sales by 24% Compounded Growth Rate from 2008 – 2010 • Drove NA team to develop strategic “Close the Gap” sales play, allowing opportunity to identify high potential opportunities that could close quickly.• Directed and coached Social Business sales team on sales strategies and tactics for opportunities over $100K which generated increase in sales and focused team on sales execution.

Americas

Led Americas’ WebSphere Commerce Sales team to define strategy, increase software sales and customer satisfaction and re-invented this under-performing segment of market. • Managed 3 Sales Managers and 15 Sales Representatives for North and South America, growing transactional revenue sales by 16% Compounded Growth Rate which consistently exceeded team’s sales objectives. • Led in sales strategy and negotiations for 3 (Sony, The Home Depot, Sears / Kmart) of largest WebSphere Commerce transactions in IBM history, successfully closing deals.• Focused team on value based selling model and used solution selling methodology to lead the team through a more thoughtful progression of opportunities, ensuring proper sales execution with Win Plans, executive call strategies and evaluation plans.• Created Routes-to-Market Plan, including business case to create new Americas WebSphere Commerce Business Partner team, resulting in 31% increase in Business Partner revenue and 24% increase in highly skilled and certified Business Partners. • Developed aggressive prospecting tactics which included participation at industry conferences, tele-sales campaign and competitive takeout campaigns, yielding dramatic increase in 10 times pipeline.